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About the Role

As a Principal Support Services Technology Sales Specialist, you will pursue and secure qualified leads, identify new opportunities within existing accounts, and present tailored solutions. You will work directly with clients, engage in selling Software Defined Infrastructure Services (SdIS), and collaborate with pre-sales architecture teams to design client solutions. Your role involves building and nurturing client relationships to drive expansion and renewals, acting as a C-level business conversation lead, and staying ahead of industry trends. You will own the sales process, collaborate with extended sales teams, structure deals, negotiate contracts, and build a stable pipeline of business opportunities.

Responsibilities

Achieve and exceed sales and financial goals.
Build and nurture meaningful relationships with clients up to the C-level.
Deliver engaging sales presentations and adopt a team-selling approach.
Define and execute sales strategies.
Maintain accurate sales forecasts and close plans.
Negotiate beneficial solutions for customers, partners, and the organization.
Understand customer problems and craft optimal solutions.
Adapt quickly to new missions or urgent deadlines.
Maintain subject matter expertise in multiple technology domains or solutions sets.
Act as internal client owner within assigned accounts.
Manage and grow relationships to drive expansion and renewals across all solutions and services.
Be responsible for client solution penetration and education, account monitoring and portfolio reporting, and issue resolution ownership.
Lead business conversations at C-level and become the reliable point of contact.
Act as a client and industry expert, gaining insights into client's urgent business problems or opportunities and linking them to organizational solutions.
Maintain a high level of industry, product, and service knowledge.
Collect and analyze data to learn more about the client and their industry.
Own the sales process and collaborate with extended sales teams to position solutions and see opportunities through to closure.
Partner with internal teams to ensure the scope of work and proposals are tracked, managed, and delivered on time.
Work closely with other in-territory counterparts and matrix teams to achieve shared growth goals.
Use sales methodologies and tools to support the sales process and data-driven insights.
Develop and implement an opportunity plan, providing regular check-ins with the primary point of contact and establishing a process for stakeholder buy-in.
Maintain a pipeline of leads on relevant CRM.
Structure deals and create comprehensive client business plans.
Engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.
Engage in complex deal structuring and negotiation efforts to protect existing business and win new deals.
Lead business negotiations for contracts, ensuring deals are risk-free and profitable.
Minimize churn and maximize retention in assigned accounts.
Identify client business needs to help shape solution development by wider pursuit teams.

Requirements

Extensive demonstrated experience in achieving and exceeding sales and financial goals.
Extensive demonstrated experience in developing and encouraging meaningful customer relationships up to C-level, particularly CFO’s and CTO’s.
Extended ability to deliver engaging sales presentations.
Extended proficiency in team selling approach.
Extended knowledge of competitors and ability to apply competing successful sales strategies.
Extended demonstrated experience in defining sales strategy.
Extended client-centric approach, able to understand customer problems and find best-fit solutions.
Flexible to adapt quickly to short, new missions or urgent deadlines.
Extended negotiation capabilities to craft solutions that are beneficial to customers, partners, and organization overall.
Close attention to maintaining up to date, accurate sales forecast and close plans.
Extended sales experience in a technology or services environment.
Extended experience in IT Managed Services environment.
Extended experience of solution-based selling with a proven track record of sales over-achievement.
Extended prior experience in selling complex solutions and services to C-Level clients.
Extended experience in resolving a wide range of issues in creative ways to meet targets and objectives.
Extended experience in networking with senior internal and external people in the specialist area of expertise.

Skills

Software defined Infrastructure Services (SdIS)
Sales presentations
Team selling
Sales strategies
Negotiation
Client relationship management
Solution design
CRM
Deal structuring

Location

Remote

Work Type

Remote
Full-time

Experience Level

Principal

Education Level

Bachelor's degree or equivalent in a Technical or Sales field or related
Certified in industry relevant structured sales methodologies and negotiation skills
Vendor accreditations desirable

Salary/Compensations

$115,000 - $213,000

Benefits

Incentive compensation based on individual and/or company performance

About the Company

NTT DATA is a $30+ billion business and technology services leader, serving 75% of the Fortune Global 100.
Committed to accelerating client success and positively impacting society through responsible innovation.
One of the world’s leading AI and digital infrastructure providers with unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services.
Consulting and industry solutions help organizations and society move confidently and sustainably into the digital future.
A Global Top Employer with experts in more than 70 countries.
Offers clients access to a robust ecosystem of innovation centers as well as established and start-up partners.
Part of NTT Group, which invests over $3 billion each year in R&D.

Equal Opportunity

NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity.
Committed to providing an environment free of unfair discrimination and harassment.
Does not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category.